David is a drug rep for a pharmaceutical company. He is in the process of prospecting at various medical offices to see who might want to buy his new drug. He goes to an outpatient surgery center within his sales territory, where he speaks with the receptionist about his company and the products they offer. The receptionist says that the surgery center would be very interested in this new drug and has some extra funds available with which to purchase it. David then launches into a full-scale presentation to the receptionist and attempts to close the sale. David is not successful, however, because he forgot which step in prospecting?
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